Strategic Solutions Engineer (Pre-Sales), UK

<h1>Who Are We?</h1> <p>Postman is the world’s leading collaboration platform for API development. The Postman API Platform’s features simplify each step of the API lifecycle so that individuals and enterprises can create better APIs—faster. More than 25 million developers and 500,000 organizations worldwide use Postman today. Together, we are building the API-first world.</p> <p>Our customers are doing more and more astounding things with the Postman product every day, and as a result, we are growing rapidly. We highly recommend reading <a href="https://api-first-world.com/">The "API-First World" graphic novel</a> to understand the bigger picture &amp; our vision at Postman.</p> <p>With so many organizations using Postman, we are looking for exceptional Solutions Engineer to join our team &amp; to help us to efficiently support &amp; grow our enterprise business. You will partner with our Sales team to promote an API-first development culture, nurture customer relationships, &amp; guide Postman users on how to most effectively leverage our platform to build their APIs. Ideally, we are looking for someone who lives &amp; breathes APIs, is comfortable with JavaScript, has experience in enterprise sales, &amp; is an expert Postman user already!</p> <p>In addition to working with a product that customers already know &amp; love, you will be well-supported in this role by our Sales, Customer Success, Developer Relations, &amp; Engineering teams.</p> <h2>What You’ll Do </h2> <ul> <li>Help drive enterprise sales by nurturing prospects &amp; supporting Strategic &amp; Enterprise customers</li> <li>Conduct discovery, qualification, technical demos, &amp; proof of value workshops with prospective customers looking to shift to an API-first development culture</li> <li>Handle Postman technical questions or objections &amp; provide solutions or workarounds to address customer needs</li> <li>Understand deeply our customers workflows today &amp; how they can adopt API-first development best practices</li> <li>Share customer feedback with appropriate teams &amp; provide general customer advocacy</li> <li>Remain up-to-date with the competitive landscape, current trends, &amp; challenges in the API market</li> <li>Create proof of concept integrations, tooling, &amp; workflows as needed to support prospective customers</li> <li>Maintain &amp; develop customer sandbox environments &amp; best practices of working with the product</li> <li>Act as a technical intermediary between sales &amp; other teams to best fit our customers needs</li> </ul> <h2>About You </h2> <ul> <li>6+ years of enterprise sales/solutions engineering experience</li> <li>2+ years of software development experience</li> <li>Bachelor's degree in Computer Science, a related field, or relevant work experience</li> <li>Remote work friendly, with ability to travel up to 40%</li> <li>Loves teamwork &amp; collaboration in a fast-paced environment</li> <li>Customer facing experience &amp; comfortable engaging all levels of technologists including individual developers, QA, product, &amp; engineering leaders</li> <li>Experience engaging senior management &amp; executive audiences to convey Postman's value proposition</li> <li>Capable of forging deep, long-lasting relationships with Strategic customers</li> <li>Strong understanding of APIs, &amp; experience with producing &amp; consuming with APIs across different domains</li> <li>Strong understanding of modern development methodologies &amp; DevOps with an appreciation of the software development life cycle</li> <li>Comfortable with the enterprise SaaS sales process &amp; common security concerns of cloud services</li> <li>Experience executing enterprise sales strategies &amp; sales methodologies like MEDDIC, Challenger Sale, Command of the Message, etc.</li> <li>Excellent listener that seeks to understand what a customer is trying to achieve rather than pre-supposing solutions</li> <li>Familiar with typical developer tooling: IDEs, Git, CI/CD, monitoring services, microservices, containers, cloud computing services, etc.</li> <li>Fast learner, excited &amp; willing to learn new technology on an ongoing basis</li> <li>Great communication skills (presentation, verbal &amp; written)</li> <li>Undergraduate degree or equivalent experience</li> <li>Lots of smiles</li> </ul> <p></p> <h2>Our Values</h2> <p>At Postman, we create with the same curiosity that we see in our users. We value transparency and honest communication about not only successes, but also failures. In our work, we focus on specific goals that add up to a larger vision. Our inclusive work culture ensures that everyone is valued equally as important pieces of our final product. We are dedicated to delivering the best products we can.</p> <h2>What else? </h2> <p>Postman has an informal and fun working team environment. We believe in a hybrid workplace, and although this role is remote, there will be opportunities for you to meet and collaborate with teammat